SBI Growth

JANUARY 25, 2013

As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? Life as a sales rep is no exception. Improve your ‘A’ Player characteristics to: Increase sales. Reduce sales effort. They’re hungry, and get a rush from closing sales. Prove that you are a dealmaker.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

Showpad

MARCH 1, 2021

Sales coaching is a critical part of any sales enablement program. Most sales managers and leaders understand this, yet it can be difficult for them to commit the needed time and attention to coaching when there is so much competition for resources. A comprehensive sales enablement platform is crucial here.

Sales Coaching 52

Sales Coaching Coaching Sales Enablement Sales Cycle 52

Hubspot Sales

APRIL 13, 2018

Let’s face it, sales is sometimes easier said than done. Here are three tactics to bring home the business and make you the ultimate dealmaker. How to Become a Dealmaker. People who say sales is all about listening are dead wrong. At least, that’s how it looks in your 4:35 p.m. Don't be the first to propose.

Proposal 124

Proposal Face-to-face Decision Maker ROI 124

Showpad

DECEMBER 11, 2020

It’s fair to say sales is an art as well as a science. Some people simply have an innate knack for dealmaking. However, that inherent talent isn’t the norm since most skilled sales agents started as novices and honed their talents over time. Sales is extremely dependent on collaboration with complementary teams.

Training 59

Training Hiring Exercises Collateral 59

The Ultimate Sales Executive Resource

NOVEMBER 4, 2011

Sales organizations are not excluded from this demand. Yet for most salespeople and sales organizations, working harder than they already are is probably no longer an option to increase productivity. How can you measure sales effectiveness? A commonly used metric for sales effectiveness is the individual quota attainment.

Quota 45

Quota Analysis Report Sales Cycle 45

Janek Performance Group

MAY 3, 2022

In sales, price is always part of the discussion. It can be the dealmaker or the dealbreaker. Often, however, buyers want to know the price early, before sellers can adequately understand needs or position value. This presents a challenge. Unfortunately for sellers, competing on price alone makes your product a commodity.

How To 62

How To Distribution Buyer Comparison 62

Partners in Excellence

APRIL 6, 2015

We’ve each seen Heroic Sales Efforts. Heroic sales efforts are those where a sales person or a team have taken an impossible situation–something they probably shouldn’t have won, but through sheer effort, force of personality, dealmaking, or some other reason won a deal they probably shouldn’t have won.

Revelation 48

Revelation Margin Maximizer Competition 48

LeadFuze

NOVEMBER 30, 2021

Sales leaders are responsible for the success of a company. Marketing provides necessary resources, while sales is crucial to capturing valuable turf. Recruit, Organize, and Segment Your B2B Inbound Sales Team. Make sure that people are accountable for converting inbound leads into sales. Segmenting. Engagement.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

The Accidental Negotiator

MAY 14, 2021

Find out what it’s worth: In many cases, the negotiator across the table will appreciate the creative thinking that bartering brings to dealmaking. Barter with caution: Because an excess of bartering arrangements could leave you overworked and cash poor, limit your bartering to a small percentage of sales.

Negotiation 59

Negotiation Positioning Advertising Advertising 59

Sales Training Connection

JUNE 8, 2015

Sales Networking. Sales reps often find themselves at industry conferences and other meetings where they should be networking. So what might a sales rep do? Dealmakers are people with an agenda. Networking isn’t easy but it is a piece of the puzzle for sales success. ©2015 Sales Momentum, LLC.

Conference 50

Conference Networking Referrals Meeting 50

Groove.co

APRIL 19, 2018

In a new era of data-driven sales, it's time to reassess how you train, motivate, and evaluate your team. There's a set of new rules for the modern sales leader. The B2B market has evolved considerably over the past five to 10 years, marking a new era of dealmaking. Here are three new formulas you need to know. Source: 1.

Maximizer 20

Maximizer Salary Education Motivation 20

Sales Training Advice

NOVEMBER 14, 2012

Warren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule Number 1: Never lose money. Most sales people don’t often think of language as being an issue between them and their prospects. . With his sales strategy company Hunt Big Sales , Tom has helped clients land more than $5 billion in deals.

Guarantee 58

Guarantee Gatekeeper Negotiation Vendor 58

The Ultimate Sales Executive Resource

MARCH 9, 2010

There is a lot written about the sales process these days: Dave Brock has written several pieces on the sales process recently. Ardath Albee in her book “eMarketing Strategies for the Complex Sales” proposes a marketing flavored look on the buyer's journey. Landslide has a similar offering for building a sales process.

Sales Process 45

Sales Process LandSlide Lead Rank Sales Qualified Lead 45

Zoominfo

JANUARY 9, 2023

While the year started off strong, dealmaking fell off considerably by Q2, and slid back below 2020 levels by the end of the year. For the year, we tracked 4,573 rounds totaling $220 billion — a 33% decrease in the amount of money raised and a nearly 19% drop in the number of deals from 2021’s record highs.

Data 130

Data Software Software Microsoft 130

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. A new book on sales, How to Close Deals Like Warren Buffett , was launched today. A new book on sales, How to Close Deals Like Warren Buffett , was launched today. Sales is Like an Obstacle Course.

Cold Calling 223

Cold Calling Oracle Maximizer Study 223

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Yesterday I posted this article about why cold calls are so bad. A new book on sales, How to Close Deals Like Warren Buffett , was launched today. A new book on sales, How to Close Deals Like Warren Buffett , was launched today. Sales is Like an Obstacle Course.

Cold Calling 242

Cold Calling Oracle How To Maximizer 242

Tony Hughes

FEBRUARY 22, 2018

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0 Get crystal clear about what actually can and will move the needle; read Mike Weinberg's book: New Sales.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Pointclear

AUGUST 1, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Inside Sales Power Tip 125 – Grit. Via Score More Sales. Via Dealmaker 365.

PointClear 200

PointClear B2B Face-to-face Inside Sales 200

Tony Hughes

MAY 27, 2019

According to Jason Jordan and Michelle Vazzana in Cracking The Sales Management Code, 83% of what is measured (typically in CRM systems) cannot be managed. I recommend 3-5 times coverage and if it’s low, the sales person can execute activities to build the pipeline 2. Number of opportunities reviewed by sales manager.

CRM 87

CRM Revenue Margin Forecasting 87

Sales Hacker

FEBRUARY 19, 2019

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors! Think of this as a sneak-peek of what’s coming up at Unleash ‘19!

Webinar Metrics 11

Webinar Metrics Cold Calling Marketo Hiring 11

Tony Hughes

MARCH 13, 2018

It's being done right now in the field by a sales team near you [perhaps a competitor], it's remarkable and it's not for the faint of heart. Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. May the 'first in' win!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63